{"id":7611,"date":"2022-06-28T16:19:53","date_gmt":"2022-06-28T14:19:53","guid":{"rendered":"https:\/\/isga.ma\/isga\/?p=7611"},"modified":"2022-08-03T18:44:12","modified_gmt":"2022-08-03T16:44:12","slug":"fiche-metier-responsable-grands-comptes","status":"publish","type":"post","link":"https:\/\/isga.ma\/isga\/fiche-metier-responsable-grands-comptes\/","title":{"rendered":"Responsable grands comptes"},"content":{"rendered":"<p>[et_pb_section fb_built=\u00a0\u00bb1&Prime; fullwidth=\u00a0\u00bbon\u00a0\u00bb module_class=\u00a0\u00bbde-inner-page-header\u00a0\u00bb _builder_version=\u00a0\u00bb4.9.7&Prime; background_color=\u00a0\u00bbrgba(6,22,47,0.6)\u00a0\u00bb background_enable_color=\u00a0\u00bboff\u00a0\u00bb background_image=\u00a0\u00bbhttps:\/\/isga.ma\/isga\/wp-content\/uploads\/2022\/06\/responsable-du-dev-commercial-scaled.jpg\u00a0\u00bb parallax=\u00a0\u00bbon\u00a0\u00bb hover_enabled=\u00a0\u00bb0&Prime; title_text=\u00a0\u00bbresponsable du dev commercial\u00a0\u00bb sticky_enabled=\u00a0\u00bb0&Prime;][et_pb_fullwidth_post_title meta=\u00a0\u00bboff\u00a0\u00bb featured_image=\u00a0\u00bboff\u00a0\u00bb text_color=\u00a0\u00bblight\u00a0\u00bb admin_label=\u00a0\u00bbPage Title\u00a0\u00bb _builder_version=\u00a0\u00bb4.4.1&Prime; title_font=\u00a0\u00bb|300|||||||\u00a0\u00bb title_font_size=\u00a0\u00bb60px\u00a0\u00bb parallax=\u00a0\u00bbon\u00a0\u00bb parallax_method=\u00a0\u00bboff\u00a0\u00bb title_font_size_tablet=\u00a0\u00bb50px\u00a0\u00bb title_font_size_phone=\u00a0\u00bb40px\u00a0\u00bb title_font_size_last_edited=\u00a0\u00bbon|phone\u00a0\u00bb parallax_effect=\u00a0\u00bbon\u00a0\u00bb border_style=\u00a0\u00bbsolid\u00a0\u00bb][\/et_pb_fullwidth_post_title][\/et_pb_section][et_pb_section fb_built=\u00a0\u00bb1&Prime; admin_label=\u00a0\u00bbsection\u00a0\u00bb module_id=\u00a0\u00bbcourse-overview\u00a0\u00bb _builder_version=\u00a0\u00bb4.9.7&Prime; background_enable_color=\u00a0\u00bboff\u00a0\u00bb custom_css_main_element=\u00a0\u00bb box-shadow: 0px 0px 30px rgba(0, 0, 0, 0.2);\u00a0\u00bb transparent_background=\u00a0\u00bboff\u00a0\u00bb make_fullwidth=\u00a0\u00bboff\u00a0\u00bb use_custom_width=\u00a0\u00bboff\u00a0\u00bb width_unit=\u00a0\u00bbon\u00a0\u00bb][et_pb_row _builder_version=\u00a0\u00bb4.9.7&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb][et_pb_column type=\u00a0\u00bb4_4&Prime; _builder_version=\u00a0\u00bb4.9.7&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb][et_pb_text admin_label=\u00a0\u00bbTitre 1&Prime; module_class=\u00a0\u00bbde-special-heading\u00a0\u00bb _builder_version=\u00a0\u00bb4.9.7&Prime; header_2_font=\u00a0\u00bb|600||on|||||\u00a0\u00bb header_2_font_size=\u00a0\u00bb50px\u00a0\u00bb header_2_letter_spacing=\u00a0\u00bb2px\u00a0\u00bb header_3_font=\u00a0\u00bb|300||on|||||\u00a0\u00bb header_3_text_color=\u00a0\u00bb#000000&Prime; header_3_font_size=\u00a0\u00bb40px\u00a0\u00bb header_3_letter_spacing=\u00a0\u00bb1px\u00a0\u00bb background_size=\u00a0\u00bbinitial\u00a0\u00bb background_position=\u00a0\u00bbtop_left\u00a0\u00bb background_repeat=\u00a0\u00bbrepeat\u00a0\u00bb header_2_font_size_tablet=\u00a0\u00bb40px\u00a0\u00bb header_2_font_size_phone=\u00a0\u00bb30px\u00a0\u00bb header_2_font_size_last_edited=\u00a0\u00bbon|desktop\u00a0\u00bb header_3_font_size_tablet=\u00a0\u00bb30px\u00a0\u00bb header_3_font_size_phone=\u00a0\u00bb20px\u00a0\u00bb header_3_font_size_last_edited=\u00a0\u00bbon|desktop\u00a0\u00bb]<\/p>\n<h1 style=\"text-align: left;\">Connaissez-vous ces missions principales  ? Les qualit\u00e9s requises pour exercer ce m\u00e9tier ? Ainsi que les tendances et facteurs d&rsquo;\u00e9volution du m\u00e9tier ?<\/h1>\n<h2 style=\"text-align: left;\">On vous dit tout dans cette fiche m\u00e9tier !<\/h2>\n<p>[\/et_pb_text][et_pb_blurb icon_placement=\u00a0\u00bbleft\u00a0\u00bb admin_label=\u00a0\u00bbOverview Content 1&Prime; _builder_version=\u00a0\u00bb4.9.7&Prime; header_font=\u00a0\u00bbRaleway|700|||||||\u00a0\u00bb header_text_align=\u00a0\u00bbleft\u00a0\u00bb header_text_color=\u00a0\u00bb#1c9576&Prime; header_font_size=\u00a0\u00bb21px\u00a0\u00bb body_font=\u00a0\u00bbSource Sans Pro||||||||\u00a0\u00bb body_text_align=\u00a0\u00bbleft\u00a0\u00bb body_text_color=\u00a0\u00bb#555556&Prime; body_font_size=\u00a0\u00bb18.75px\u00a0\u00bb background_size=\u00a0\u00bbinitial\u00a0\u00bb background_position=\u00a0\u00bbtop_left\u00a0\u00bb background_repeat=\u00a0\u00bbrepeat\u00a0\u00bb custom_margin=\u00a0\u00bb|10%|||false|false\u00a0\u00bb hover_enabled=\u00a0\u00bb0&Prime; custom_css_blurb_content=\u00a0\u00bb max-width: 100%;\u00a0\u00bb use_border_color=\u00a0\u00bboff\u00a0\u00bb border_color=\u00a0\u00bb#ffffff\u00a0\u00bb border_style=\u00a0\u00bbsolid\u00a0\u00bb sticky_enabled=\u00a0\u00bb0&Prime;]On le nomme aussi key account manager, ou responsable des comptes strat\u00e9giques. Le responsable grands comptes vend des produits ou des services aux clients qui ont un volume d\u2019affaires tr\u00e8s important. Il les fid\u00e9lise et part \u00e0 la conqu\u00eate des nouveaux. Le responsable grands comptes est charg\u00e9 du d\u00e9veloppement d\u2019une grande partie du chiffre d\u2019affaires de son entreprise ou de sa marque. [\/et_pb_blurb][\/et_pb_column][\/et_pb_row][et_pb_row _builder_version=\u00a0\u00bb4.9.7&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb][et_pb_column type=\u00a0\u00bb4_4&Prime; _builder_version=\u00a0\u00bb4.9.7&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb][et_pb_blurb title=\u00a0\u00bbPr\u00e9sentation et missions principales du responsable des grands comptes\u00a0\u00bb icon_placement=\u00a0\u00bbleft\u00a0\u00bb admin_label=\u00a0\u00bbOverview Content 1&Prime; _builder_version=\u00a0\u00bb4.9.7&Prime; header_font=\u00a0\u00bbRaleway|700|||||||\u00a0\u00bb header_text_align=\u00a0\u00bbleft\u00a0\u00bb header_text_color=\u00a0\u00bb#1c9576&Prime; header_font_size=\u00a0\u00bb21px\u00a0\u00bb body_font=\u00a0\u00bbSource Sans Pro||||||||\u00a0\u00bb body_text_align=\u00a0\u00bbleft\u00a0\u00bb body_text_color=\u00a0\u00bb#555556&Prime; body_font_size=\u00a0\u00bb18.75px\u00a0\u00bb background_size=\u00a0\u00bbinitial\u00a0\u00bb background_position=\u00a0\u00bbtop_left\u00a0\u00bb background_repeat=\u00a0\u00bbrepeat\u00a0\u00bb custom_margin=\u00a0\u00bb|10%|||false|false\u00a0\u00bb hover_enabled=\u00a0\u00bb0&Prime; custom_css_blurb_content=\u00a0\u00bb max-width: 100%;\u00a0\u00bb use_border_color=\u00a0\u00bboff\u00a0\u00bb border_color=\u00a0\u00bb#ffffff\u00a0\u00bb border_style=\u00a0\u00bbsolid\u00a0\u00bb sticky_enabled=\u00a0\u00bb0&Prime;]Son sup\u00e9rieur hi\u00e9rarchique est le directeur commercial. Le responsable grands comptes g\u00e8re la relation commerciale avec des clients de grande envergure. Ils sont consid\u00e9r\u00e9s comme importants parce que leur chiffre d\u2019affaires est consid\u00e9rable ou parce que leur notori\u00e9t\u00e9 augmentera celle de la marque vendeur.<br \/>\nLe responsable commercial con\u00e7oit une strat\u00e9gie de conqu\u00eate de nouveaux clients en accord avec la politique commerciale de son entreprise. Il reste connect\u00e9 \u00e0 son march\u00e9 et \u00e0 sa cible, pour d\u00e9couvrir les innovations, se tenir \u00e0 jour des mutations du secteur et surveiller la concurrence.<br \/>\nIl va \u00e0 la rencontre des clients, fait des propositions sur-mesure, entre en n\u00e9gociation, conclut une transaction, s\u2019assure du suivi de la commercialisation. Il entretient la relation avec les clients r\u00e9guli\u00e8rement et propose de nouveaux produits ou services. Il mobilise toutes les parties prenantes de la relation commerciale (administratif, production, logistique, technique, juridique, financier\u2026). Il s\u2019assure de la bonne gestion du projet en coordonnant les \u00e9quipes et les prestataires. Il veille \u00e0 respecter le cahier des charges. Il quadrille tout le p\u00e9rim\u00e8tre de la transaction pour offrir une satisfaction maximale \u00e0 son client. Il est garant de l\u2019image de son entreprise ou de sa marque aupr\u00e8s des grands comptes.<br \/>\n[\/et_pb_blurb][\/et_pb_column][\/et_pb_row][\/et_pb_section][et_pb_section fb_built=\u00a0\u00bb1&Prime; admin_label=\u00a0\u00bbsection\u00a0\u00bb module_id=\u00a0\u00bbcourse-overview\u00a0\u00bb _builder_version=\u00a0\u00bb4.9.7&Prime; background_enable_color=\u00a0\u00bboff\u00a0\u00bb custom_css_main_element=\u00a0\u00bb box-shadow: 0px 0px 30px rgba(0, 0, 0, 0.2);\u00a0\u00bb transparent_background=\u00a0\u00bboff\u00a0\u00bb make_fullwidth=\u00a0\u00bboff\u00a0\u00bb use_custom_width=\u00a0\u00bboff\u00a0\u00bb width_unit=\u00a0\u00bbon\u00a0\u00bb locked=\u00a0\u00bboff\u00a0\u00bb collapsed=\u00a0\u00bboff\u00a0\u00bb][et_pb_row column_structure=\u00a0\u00bb1_2,1_2&Prime; _builder_version=\u00a0\u00bb4.9.7&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb][et_pb_column type=\u00a0\u00bb1_2&Prime; _builder_version=\u00a0\u00bb4.9.7&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb][et_pb_blurb title=\u00a0\u00bbComp\u00e9tences et qualit\u00e9s du responsable grands comptes\u00a0\u00bb icon_placement=\u00a0\u00bbleft\u00a0\u00bb admin_label=\u00a0\u00bbOverview Content 1&Prime; _builder_version=\u00a0\u00bb4.9.7&Prime; header_font=\u00a0\u00bbRaleway|700|||||||\u00a0\u00bb header_text_align=\u00a0\u00bbleft\u00a0\u00bb header_text_color=\u00a0\u00bb#1c9576&Prime; header_font_size=\u00a0\u00bb21px\u00a0\u00bb body_font=\u00a0\u00bbSource Sans Pro||||||||\u00a0\u00bb body_text_align=\u00a0\u00bbleft\u00a0\u00bb body_text_color=\u00a0\u00bb#555556&Prime; body_font_size=\u00a0\u00bb18.75px\u00a0\u00bb background_size=\u00a0\u00bbinitial\u00a0\u00bb background_position=\u00a0\u00bbtop_left\u00a0\u00bb background_repeat=\u00a0\u00bbrepeat\u00a0\u00bb custom_margin=\u00a0\u00bb|10%|||false|false\u00a0\u00bb hover_enabled=\u00a0\u00bb0&Prime; custom_css_blurb_content=\u00a0\u00bb max-width: 100%;\u00a0\u00bb use_border_color=\u00a0\u00bboff\u00a0\u00bb border_color=\u00a0\u00bb#ffffff\u00a0\u00bb border_style=\u00a0\u00bbsolid\u00a0\u00bb sticky_enabled=\u00a0\u00bb0&Prime;]Le responsable grands comptes sait concevoir une strat\u00e9gie commerciale sur-mesure pour conqu\u00e9rir un client. L\u2019enjeu est de taille, donc le travail en amont doit \u00eatre pr\u00e9par\u00e9 soigneusement avec pr\u00e9cision et sens tactique.<br \/>\nOrganis\u00e9, il r\u00e9pond aux appels d\u2019offres en m\u00eame temps qu\u2019il se rend disponible pour ses clients.<br \/>\nV\u00e9ritable chef de projet, il coordonne tous les acteurs de la relation commerciale avec brio.<br \/>\nSon relationnel est parfait (en externe comme en interne). Son adaptabilit\u00e9 et sa culture \u00e9conomique lui permettent d\u2019entrer facilement dans une relation fructueuse.<br \/>\nSa t\u00e9nacit\u00e9 est une de ses qualit\u00e9s majeures. Il d\u00e9ploie toute son \u00e9nergie pour servir au mieux ses clients : argumentaire efficace, recherche d\u2019informations cl\u00e9s, preuves de confiance, culture de march\u00e9, illustrations concr\u00e8tes, apport de nouveaux facteurs de motivation\u2026. Sa finesse d\u2019esprit lui permet d\u2019identifier les besoins et de comprendre les enjeux des entreprises qu\u2019il d\u00e9marche. Il n\u00e9gocie avec tact et intelligence.<br \/>\nBon manager, il m\u00e8ne ses \u00e9quipes avec un pouvoir f\u00e9d\u00e9rateur hors norme. Il partage son succ\u00e8s collectivement pour encourager ses collaborateurs.<br \/>\nLes chiffres et l\u2019informatique sont ses outils cl\u00e9s. Il les manie avec aisance.<br \/>\nL\u2019anglais est indispensable si ses interlocuteurs sont internationaux. [\/et_pb_blurb][\/et_pb_column][et_pb_column type=\u00a0\u00bb1_2&Prime; _builder_version=\u00a0\u00bb4.9.7&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb][et_pb_blurb title=\u00a0\u00bbTendances et facteurs d&rsquo;\u00e9volution pour le m\u00e9tier de responsable grands comptes\u00a0\u00bb icon_placement=\u00a0\u00bbleft\u00a0\u00bb admin_label=\u00a0\u00bbOverview Content 1&Prime; _builder_version=\u00a0\u00bb4.9.7&Prime; header_font=\u00a0\u00bbRaleway|700|||||||\u00a0\u00bb header_text_align=\u00a0\u00bbleft\u00a0\u00bb header_text_color=\u00a0\u00bb#1c9576&Prime; header_font_size=\u00a0\u00bb21px\u00a0\u00bb body_font=\u00a0\u00bbSource Sans Pro||||||||\u00a0\u00bb body_text_align=\u00a0\u00bbleft\u00a0\u00bb body_text_color=\u00a0\u00bb#555556&Prime; body_font_size=\u00a0\u00bb18.75px\u00a0\u00bb background_size=\u00a0\u00bbinitial\u00a0\u00bb background_position=\u00a0\u00bbtop_left\u00a0\u00bb background_repeat=\u00a0\u00bbrepeat\u00a0\u00bb custom_margin=\u00a0\u00bb|10%|||false|false\u00a0\u00bb hover_enabled=\u00a0\u00bb0&Prime; custom_css_blurb_content=\u00a0\u00bb max-width: 100%;\u00a0\u00bb use_border_color=\u00a0\u00bboff\u00a0\u00bb border_color=\u00a0\u00bb#ffffff\u00a0\u00bb border_style=\u00a0\u00bbsolid\u00a0\u00bb sticky_enabled=\u00a0\u00bb0&Prime;]La mobilit\u00e9 et la culture internationale conduisent le responsable grands comptes vers des projets de plus grande envergure avec des clients internationaux.<br \/>\nLes profils grands comptes sont recherch\u00e9s sur le march\u00e9 de l\u2019emploi.<br \/>\nGr\u00e2ce \u00e0 son exp\u00e9rience, le key account manager peut pr\u00e9tendre \u00e0 un poste de directeur commercial, de directeur des ventes ou bien directeur de business unit.<br \/>\n[\/et_pb_blurb][et_pb_testimonial admin_label=\u00a0\u00bbaxe1&Prime; _builder_version=\u00a0\u00bb4.9.7&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb hover_enabled=\u00a0\u00bb0&Prime; sticky_enabled=\u00a0\u00bb0&Prime;]<\/p>\n<p><strong>M\u00e9tier \u00e0 haute responsabilit\u00e9, c\u2019est aussi une profession polyvalente. Tacticien et fin strat\u00e8ge, Le responsable des grands comptes sait analyser et agir avec talent pour d\u00e9velopper le chiffre d\u2019affaires de son entreprise. <\/strong> <\/p>\n<p>[\/et_pb_testimonial][\/et_pb_column][\/et_pb_row][\/et_pb_section][et_pb_section fb_built=\u00a0\u00bb1&Prime; _builder_version=\u00a0\u00bb4.9.7&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb background_color=\u00a0\u00bb#1c9576&Prime; locked=\u00a0\u00bboff\u00a0\u00bb collapsed=\u00a0\u00bboff\u00a0\u00bb][et_pb_row admin_label=\u00a0\u00bbrow\u00a0\u00bb _builder_version=\u00a0\u00bb4.9.7&Prime; background_size=\u00a0\u00bbinitial\u00a0\u00bb background_position=\u00a0\u00bbtop_left\u00a0\u00bb background_repeat=\u00a0\u00bbrepeat\u00a0\u00bb make_fullwidth=\u00a0\u00bboff\u00a0\u00bb use_custom_width=\u00a0\u00bboff\u00a0\u00bb width_unit=\u00a0\u00bbon\u00a0\u00bb][et_pb_column type=\u00a0\u00bb4_4&Prime; _builder_version=\u00a0\u00bb4.9.7&Prime; custom_padding=\u00a0\u00bb|||\u00a0\u00bb custom_padding__hover=\u00a0\u00bb|||\u00a0\u00bb][et_pb_cta title=\u00a0\u00bbPour faire ce m\u00e9tier l\u2019\u00e9tudiant doit s\u2019inscrire \u00e0 l\u2019ISGA dans la fili\u00e8re ing\u00e9nieurs : Syst\u00e8mes de Production Intelligents et Contr\u00f4le Qualit\u00e9.\u00a0\u00bb button_url=\u00a0\u00bbhttps:\/\/isga.ma\/isga\/management-cursus-et-specialisations\/#mancursusup\u00a0\u00bb url_new_window=\u00a0\u00bbon\u00a0\u00bb button_text=\u00a0\u00bbEn savoir plus\u00a0\u00bb _builder_version=\u00a0\u00bb4.9.7&Prime; _module_preset=\u00a0\u00bbdefault\u00a0\u00bb background_color=\u00a0\u00bb#1c9576&Prime; hover_enabled=\u00a0\u00bb0&Prime; sticky_enabled=\u00a0\u00bb0&Prime;][\/et_pb_cta][\/et_pb_column][\/et_pb_row][\/et_pb_section]<\/p>\n","protected":false},"excerpt":{"rendered":"<p>On le nomme aussi key account manager, ou responsable des comptes strat\u00e9giques. Le responsable grands comptes vend des produits ou des services aux clients qui ont un volume d\u2019affaires tr\u00e8s important. Il les fid\u00e9lise et part \u00e0 la conqu\u00eate des nouveaux. Le responsable grands comptes est charg\u00e9 du d\u00e9veloppement d\u2019une grande partie du chiffre d\u2019affaires de son entreprise ou de sa marque.<\/p>\n","protected":false},"author":4,"featured_media":0,"comment_status":"closed","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_et_pb_use_builder":"on","_et_pb_old_content":"","_et_gb_content_width":"","content-type":"","footnotes":""},"categories":[70],"tags":[],"class_list":["post-7611","post","type-post","status-publish","format-standard","hentry","category-relations-clients"],"yoast_head":"<!-- This site is optimized with the Yoast SEO plugin v27.5 - https:\/\/yoast.com\/product\/yoast-seo-wordpress\/ -->\n<title>Responsable grands comptes - ISGA Institut Sup\u00e9rieur d&#039;Ing\u00e9nierie &amp; des Affaires<\/title>\n<meta name=\"robots\" content=\"noindex, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<meta property=\"og:locale\" content=\"fr_FR\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Responsable grands comptes - ISGA Institut Sup\u00e9rieur d&#039;Ing\u00e9nierie &amp; des Affaires\" \/>\n<meta property=\"og:description\" content=\"On le nomme aussi key account manager, ou responsable des comptes strat\u00e9giques. Le responsable grands comptes vend des produits ou des services aux clients qui ont un volume d\u2019affaires tr\u00e8s important. Il les fid\u00e9lise et part \u00e0 la conqu\u00eate des nouveaux. 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